When I first wrote this article in Kitces.com back in 2019, the world of financial advisory sales and client acquisition looked a little different. Back then, we were all about face-to-face meetings, handshakes, and in-person networking events. While those elements remain important, the past few years have reshaped how financial advisors connect with prospects and clients. Remote work, digital tools, and shifting client expectations have introduced new dynamics into the sales process.
However, one thing that has not changed is this: understanding and leaning into your personal strengths as a financial advisor is the most critical aspect of successful client acquisition. Your sales strategy should match your personality style, and with small adjustments, you can optimize your natural abilities to build authentic and lasting client relationships. Here are the timeless personality-driven sales styles I outlined in 2019, with some modern tweaks for today’s world.
1. The Strategic Sales Personality Type
Who You Are: As a Strategic, you’ve got an inner level of motivation that’s hard to beat. You’re fierce, and your inner drive to succeed, wherever it comes from, is unmatched. You’re a machine, as many would say, and nothing better stand in your way!
Your Strength: You excel at setting clear goals and devising measurable plans to achieve them. Networking events and luncheons aren’t just for casual mingling—you’re there to generate leads and get results.
What’s Changed: Technology now provides Strategics with even more ways to quantify their business development efforts. Tools like CRM systems can track your performance and help streamline follow-ups, ensuring no opportunity is missed.
Best Practices: Strategics benefit from structured business plans with measurable outcomes.
Create a Performance Dashboard: Use tools like spreadsheets or specialized CRM systems to track the number of meetings, follow-ups, and conversions. This can align with strategies seen in top sales training for financial advisors.
Focus on High-Impact Activities: Prioritize events and strategies that deliver the most ROI. For example, webinars or targeted email campaigns can amplify your efforts without wasting time. These are excellent examples of financial advisor sales improvement.
Leverage Video Content: Short, impactful videos that explain your services or highlight client success stories can help you stand out. This doubles as an effective content strategy for RIAs.
Refine Your Closing Techniques: Practice and refine your sales pitch to convert opportunities efficiently. These client acquisition techniques for RIAs can help ensure your efforts translate to results.
2. The Charmer Sales Personality Type
Who You Are: Charmers have a natural ability to connect with just about anyone. Whether it’s at a networking event, a gala, or even during an Uber ride, you’re always striking up conversations and building connections.
Your Strength: Building rapport quickly and making people feel at ease. You shine in relationship management and are often the life of the party.
What’s Changed: With virtual meetings and online networking becoming more common, your charm now has to extend to video calls and digital interactions. Social media platforms like LinkedIn can amplify your reach and showcase your approachable personality.
Best Practices:
Develop Focused Networking Strategies: Plan your time at events to ensure you’re speaking with key prospects. Limit casual chats and focus on meaningful conversations. This is key for wealth management client acquisition best practices.
Practice Call-to-Actions: Prepare a few clear and concise pitches to move from casual conversations to setting follow-up meetings. Effective sales coaching for financial advisors emphasizes this transition.
Use Video Meetings to Your Advantage: Your personality can shine just as brightly in a virtual setting. Use video calls to build relationships and connect with prospects.
Follow Up Thoughtfully: Send personalized notes or messages after conversations to keep the relationship alive and meaningful. These steps build brand consistency for financial advisors.
3. The Researcher Sales Personality Type
Who You Are: Researchers are analytical and typically introverted, with a knack for digging deep and finding valuable insights. While you may not thrive in traditional sales settings, your skills can drive tremendous results when applied effectively.
Your Strength: You excel in demonstrating expertise and providing thoughtful, data-driven solutions that attract clients to you.
What’s Changed: Today’s digital-first world is a boon for Researchers. Blogs, newsletters, and social media posts allow you to showcase your analytical skills and establish yourself as a trusted expert without needing to attend networking events.
Best Practices:
Content is King: Write insightful blogs, white papers, or newsletters that demonstrate your expertise and attract the right audience. This doubles as a content strategy for RIAs.
Optimize Your Online Presence: Use LinkedIn to share your articles and insights, positioning yourself as an industry thought leader. Social media strategy for wealth management can start here.
Partner with Extroverted Teammates: Collaborate with a Charmer or Strategic who can help with client-facing interactions, while you prepare the data and materials behind the scenes.
Use Visual Aids: Translate complex data into compelling visuals, such as charts or infographics, to communicate your expertise effectively. This aligns with the best branding agency for financial firms strategies.
Refine Email Campaigns: Use your attention to detail to craft highly personalized and targeted email campaigns to engage prospects. Effective lead generation for wealth managers often hinges on personalization.
Bringing It All Together
As I noted back in 2019, there is no one-size-fits-all approach to sales success in financial advising. The best strategy is to embrace your natural style and fine-tune it to meet today’s challenges and opportunities. Whether you’re a Strategic, a Charmer, or a Researcher, remember that success comes from authenticity and adaptability. While the tools and tactics may evolve, the core principle remains the same: play to your strengths, and your clients will thank you for it.
By integrating these insights, you can leverage the best investment advisor marketing agency techniques, improve financial advisor sales, and adopt actionable business development coaching for accounting firms. Whether through branding for private equity firms, cost-effective marketing for financial firms, or training new hires in wealth management, there’s a tailored approach for every advisor personality. Embrace yours fully for maximum impact.
Mastering the art of closing is essential for financial advisors aiming to grow their client base. This guide explores the best closing strategies, including the assumptive, alternative, and urgency closes, and how combining them with question-driven techniques can significantly improve your closing ratio. Learn how to ask the right questions to uncover objections, build trust, and guide clients toward confident decisions. Whether you’re refining your skills or learning new methods, these strategies will help you create meaningful client relationships and improve your closing success rate.